Your Role at a GlanceThe Account Manager is a key contributor to Mastercam's growth by driving revenue, expanding the subscription base, and achieving Annual Recurring Revenue (ARR) targets. This role positions Mastercam as the preferred CAD/CAM solution provider in the assigned territory by aligning sales efforts with the company's global strategy. The Account Manager ensures excellent customer experiences, fosters long-term partnerships, and consistently delivers value to both new and existing clients.
A proactive and results-oriented professional, the Account Manager excels at implementing innovative sales tools and techniques, including AI-driven solutions, to enhance productivity and deliver tailored solutions. Collaboration across internal and external teams is critical to ensure alignment with Mastercam's overall strategic objectives.
*Must be located in Phoenix, AZ area* How You'll Drive SuccessSales Execution & Strategy- Manage the entire sales cycle, from prospecting and qualifying to negotiating and closing deals.
- Execute Mastercam's sales strategies, ensuring adherence to processes and utilizing Salesforce CRM for pipeline management, forecasting, and reporting.
- Develop tailored value propositions and competitive positioning to address market-specific challenges and opportunities.
- Leverage AI and advanced tools to analyze market trends, optimize sales efforts, and create data- driven strategies.
- Maintain a focus on shortening sales cycles, improving win rates, and prioritizing high-value opportunities.
ARR Growth & Retention- Drive Annual Recurring Revenue (ARR) growth through subscription sales and renewal of maintenance agreements.
- Implement customer retention strategies, ensuring consistent value delivery and high renewal rates.
- Collaborate with marketing and product teams to design campaigns that enhance ARR and customer loyalty.
- Expand ARR in both existing markets and new segments by addressing customer pain points and offering innovative solutions.
Customer Engagement- Act as the primary point of contact for key accounts, addressing complex issues and identifying new opportunities.
- Deliver customer-focused solutions by aligning with Mastercam's value-based selling principles.
- Work closely with internal teams-marketing, customer success, and pre-sales-to tailor offerings that meet customer needs.
- Use customer insights to refine strategies and strengthen satisfaction and loyalty.
Performance Monitoring & Reporting- Regularly evaluate pipeline quality and sales performance to identify opportunities for improvement.
- Provide accurate forecasting and ensure compliance with Mastercam's reporting standards through Salesforce CRM.
- Analyze sales data to celebrate wins, identify gaps, and create actionable improvement plans.
- Monitor metrics such as revenue growth, customer retention, and deal velocity to maintain team accountability.
Market Awareness & Opportunity Development- Stay informed about market trends, customer needs, and competitive activity within the territory.
- Identify new opportunities through networking, regional events, and partnerships with local organizations.
- Use AI tools to prioritize opportunities, conduct competitive analysis, and expand into emerging markets.
- Provide feedback to internal stakeholders to align regional sales efforts with broader strategic objectives.
Cross Functional Collaboration- Work closely with Business Development Managers, Channel Managers, and other internal teams to drive revenue and reduce conflicts.
- Partner with marketing, product, and customer success teams to integrate customer feedback into offerings.
- Foster relationships with channel partners and leverage the broader Mastercam ecosystem for integrated solutions.
The Talents We're SeekingEducation- Bachelor's degree in business, marketing, engineering, or a related field or equivalent professional experience.
- At least 5 years of proven sales or account management experience in a subscription-based or ARR- focused environment.
- Familiarity with Salesforce CRM and value-based selling methodologies.
- Demonstrated ability to exceed revenue targets and implement innovative sales strategies.
Required Skills- Proficient in Salesforce CRM and Microsoft 365 for pipeline management, reporting, and communication.
- Experience with sales enablement tools (e.g., Gong.io, HubSpot, Seismic) and BI platforms (e.g., Tableau, Power BI).
- Competent in AI-driven tools for customer insights, competitive analysis, and proposal generation.
- Leadership: Ability to inspire and coach team members while driving results.
- Customer-Centricity: Strong focus on delivering value and building lasting relationships.
- Analytical Thinking: Skilled in analyzing sales metrics and market data to develop actionable strategies.
- Communication: Exceptional written and verbal communication skills.
- Adaptability: Thrives in fast-paced, dynamic environments.
